Business Value Consultant

Overview
At Varicent, We’re Not Just Transforming The Sales Performance Management (SPM) Market—we’re Redefining How Organizations Achieve Revenue Success. Our Cutting-edge SaaS Solutions Empower Revenue Leaders Globally To Design Smarter Go-to-market Strategies, Maximize Seller Performance, And Unlock Untapped Potential. Varicent Stands At The Forefront Of Innovation, Celebrated As a Market Leader In The 2025 Forrester Wave Report For SPM, 2023 Ventana Research Revenue Performance Management (RPM) Value Index, Gartner Peer Insights, 2024 Gartner SPM Market Guide, And G2. Our Solutions Are Trusted By a Diverse Range Of Global Industry Leaders Like T-Mobile, ServiceNow, Wawanesa Bank, Shaw Industries, Moody's, Stryker And Hundreds More. Here’s Why You’ll Thrive At VaricentJoin us at Varicent—where your talent and ambition meet limitless opportunities for successRole
The Business Value Consultant at Varicent will serve as a trusted advisor and strategic partner to complex enterprise customers and prospects. This role requires an experienced professional with consulting expertise who can build and deliver comprehensive business value assessments, ROI analyses, and other financial modeling to support multi-million-dollar SaaS software investments. The ideal candidate will have experience working with senior executives in sales and revenue teams, driving alignment on strategic goals, and crafting compelling value-focused models and presentations that demonstrate the transformative impact of Varicent’s solutions.
This is a high-impact role that combines strategic thinking, financial acumen, and stakeholder management to influence enterprise purchasing decisions and accelerate customer adoption.

Key Responsibilities

Strategic Business Value AssessmentsCollaborate with enterprise customers and prospects to deeply understand their strategic priorities, pain points, and business challengesDevelop and deliver comprehensive business value proposals, including ROI models, TCO analyses, and detailed financial impact assessmentsQuantify the potential business benefits of Varicent’s solutions, including revenue growth, cost savings, and operational efficienciesSummarize value assessments in value realization studies to publish trends, findings, and Varicent research on aggregate customer trendsCustomer Executive EngagementPartner with senior executives and decision-makers to align on strategic objectives and build consensus for Varicent’s solutionsPresent tailored business value narratives to C-suite stakeholders, ensuring clarity and resonance with their organizational goalsAct as a strategic advisor, fostering trusted relationships that enhance customer confidence and commitmentFinancial Modeling and ROI DevelopmentBuild sophisticated financial models that quantify the value of Varicent’s solutions in terms of business impactUse advanced analytics to support scenario planning and sensitivity analyses, helping customers make informed decisionsMaintain a repository of standardized ROI frameworks and tools to ensure consistency and scalabilityDevelop lighter weight ROI tools to be used earlier in sales cyclesCollaboration and Cross-Functional AlignmentWork closely with sales, product, marketing, and customer success teams to align on customer objectives and deliver compelling business casesWork with CS to help track value commitments and measure progress over time (identifying opportunities for pricing decisions and cross-sell motions)Work with pre-sales to tightly align demo priorities to customer valueProvide “voice of the customer” feedback to internal teams to inform product development and go-to-market strategiesIndustry ExpertiseLeverage expertise in sales/revenue performance management, sales operations, and go-to-market strategies to contextualize business value discussionsReference and provide insights into industry trends, benchmarks, and best practices to guide customer decision-makingContinuous Improvement and EnablementConduct enablement sessions with sales and account teams to enhance their ability to articulate Varicent’s value and ROIRegularly review and optimize business value deliverables to ensure relevance and impactQualifications
Management Consulting Expertise: 7+ years in management consulting or a similar role, with experience delivering ROI and business value assessments to enterprise clientsFinancial Acumen: Demonstrated ability to build detailed financial models and conduct complex ROI analysesEnterprise Stakeholder Management: Proven experience engaging with and influencing senior executives within large organizationsSales and Sales Operations Knowledge: Strong understanding of sales performance management, go-to-market strategies, and enterprise sales cyclesData-Driven Decision Making: Proficiency in leveraging data to support business cases and inform strategic recommendationsCommunication Excellence: Exceptional verbal and written communication skills